MATTHEW BOURKE
Nashville,TN
Summary
To thrive within a world class innovative organization, while exercising my skills in strategic relationship management, solution-oriented sales and drive for achievement. Provide unique business opportunities and strong customer focus, consultative selling, challenge selling, core dimensions and market share growth. Professionally managing budgets, developing plans, initiating programs while maintaining growth with new product launches, continuous education and implement financial analysis for prospective partnerships. Organized and dependable candidate successful at managing multiple priorities with a positive attitude. Willingness to take on added responsibilities to meet team goals. Competitive Territory Business Manager with over 25 years of successfully growing business within territory while servicing current and future accounts to improve performance. Reaches and exceeds sales and activity targets by actively presenting business value to stakeholders. Builds and maintains positive working relationships with customers and works to improve key business metrics.
Overview
18
18
years of professional experience
Work History
Territory Business Manager
MERZ NORTH AMERICA
12.2013 - 07.2021
- Promote the sale of Xeomin-incobotulinumtoxinA, injectable
- Manage buy and bill-Direct, specialty pharmacy, hospital, retail, government and commercial reimbursement channels
- Accounts include government, hospital, group, regional injectors and teaching institutions
- Clinical area: Movement Disorders, Neurology, Ophthalmology and Physical Medicine
- Merz is a dynamic 100 plus year old, bio-pharma Company with headquarters in Frankfort, Germany
- Worked in conjunction with patient advocacy groups to help promote awareness and treatment of neurological conditions with a focus on movement disorders.
- Strengthened relationships with key clients through regular visits, providing product updates, and addressing concerns promptly.
- Exceeded sales targets regularly by skillfully negotiating contracts and closing deals that aligned with both company and customer goals.
- Drove year-over-year business growth while leading operations, strategic vision, and long-range planning.
Neuroscience Area Manager
AVANIR PHARMACEUTICALS
12.2010 - 09.2013
- Responsible for assisting in the launch of Nudexta the first FDA approved medication for the treatment of Pseudobulbar Affect (PBA)
- PBA is an underdiagnosed, undertreated neurological condition prevalent in ALS, MS, Parkinson's, Alzheimer's, TBI and Stroke
- Create need through education of medical professionals on assessment and diagnosis
- Manage a large and diverse territory in Illinois, targeting neurologists, psychiatrists, physiatrist's, and long-term care providers
- Partner with advocacy groups to develop market through consumer awareness.
- Assessed reports to evaluate performance, develop targeted improvements, and implement changes.
- Developed strong relationships with clients, leading to increased customer satisfaction and repeat business.
- Developed and implemented strategies to improve customer service and increase sales.
- Collaborated with sales teams to create effective strategies that drove revenue growth consistently over time.
Executive Sales Consultant
NOVARTIS PHARMACEUTICALS
01.2004 - 12.2010
- Promoted key cardiovascular brands Diovan/HCT, &Tekturna/HCT to physicians in Internal Medicine, Family Practice, Nephrologists, Cardiologists, and Endocrinologists
- Experience selling in diverse environments including large teaching institutions, small community hospitals, clinic settings, and large and small private physician practices
- 2010- Ended 3rd quarter 109% for new drug Valturna
- 2010- Ranked #1 out of 513 for overall Diovan/Hct for 1st quarter (ending December 31st, 2009) Part of winning POD in district to generate 1st prescription for new drug Valturna
- 2009- Ranked #10 out of 111 in final year end rankings (ending September 30th, 2009)
- Winner of the General Manager's award
- 2009- Ranked #7 out of 112 through 3rd quarter (ending June 30, 2009) 2009- Ranked #6 out of 112 through 2nd quarter (ending March 31st, 2009) 2009- Ranked # 4 out of 64 for 1st quarter (ending December 31st, 2008) 2008- Winner of SLC awarded from Regional Manager Jeff Bailey
- Winner of Tiger award from manager Rob Adler
- Overall rank of #10 out of 64 in region (Sales year ending September 30, 2008)
- 2008 performance overall assessment rated as a strong performer
- 2007- Finished 3T ranked 13 out of 71
- Was instrumental in securing Formulary status for Tekturna/HCT on Rush University Hospital formulary
- 2006- Winner of district Zelnorm Clinical Experience Program by effectively selling features and benefits of program to key customers
- Recipient of multiple “Tiger Awards” and “Beat Your Best” Competitions
- Collaborated with other territories and specialty counterparts to execute speaker and roundtable promotional programs
- Facilitated Diovan training session at district planning meeting.
- Boosted sales revenue by developing and implementing effective sales strategies.
- Negotiated favorable contract terms with clients, ensuring long-term profitability for the company.
- Established strong relationships with key clients, leading to increased repeat business.
Education
Master of Arts - Applied Psychology and Human Development
Boston College, Graduate School of Arts & Sciences
Chestnut Hill, Massachusetts06.1992
Bachelor of Arts - Sociology
Boston College, School of Arts & Sciences
Chestnut Hill, Massachusetts05.1991
Skills
- Teamwork and Collaboration
- Customer Service
- Flexible and Adaptable
- Excellent Communication
- Active Listening
- Verbal Communication
Accomplishments
- Biological/Pharmaceutical Sales
- Brand Position
- Promotion
- Business Development
- Buy & Bill Reimbursement
- Coaching Mentorship
- Cross Functional
- Collaboration
- Customer Engagement
- Key Account Management
- Large Group
- Presentations
- Market Share Penetration
Activities
Boston College Alumni Club of ChicagoOrganized meetings with Alumni Club and Athletic Department members.Boston College Varsity Football TeamFinanced 100 percent of education through Boston College Athletic Scholarship.Big East Athletes CareWorked with inner-city youth to promote advantages of college.
Timeline
Territory Business Manager
MERZ NORTH AMERICA
12.2013 - 07.2021
Neuroscience Area Manager
AVANIR PHARMACEUTICALS
12.2010 - 09.2013
Executive Sales Consultant
NOVARTIS PHARMACEUTICALS
01.2004 - 12.2010
Master of Arts - Applied Psychology and Human Development
Boston College, Graduate School of Arts & Sciences
Bachelor of Arts - Sociology
Boston College, School of Arts & Sciences
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